Business Tracker

Answer one question, see what the agency actually keeps.

Not a comp project you finish before you get a number — a number today, refined whenever you feel like it.

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Producers are self-employed. Most find that out in April. Income, estimated tax, quarterly payments and take-home, per producer.

Where it actually breaks

You know what you sold. Not what you kept.

Written premium flatters everyone

It counts the sale and ignores whether it stayed. A big writer with a leaking book looks like your best producer right up to renewal.

Lead spend is unattributed

Several vendors, several campaigns, and the honest answer to "which source produces issued business" is a guess assembled from three exports.

The tax bill is a surprise

1099 income, advances, chargebacks and expenses land in different places, and the number that matters shows up once a year with no warning.

Reporting is a person, not a system

Somebody spends the first two days of every month building the report that tells you what happened in the last one.

What's inside

4 parts, and you get all of them.

Business tracker

A policy isn't revenue until it stays on the books.

What was advanced, what's still owed as earned, what has to come back when a policy lapses — and how much of it was ever yours in the first place.

Revenue that knows how you're contracted

LOA, captive or independent, per producer. Your margin is the spread between your contract level and theirs in every arrangement — but whether their commission passes through your account, and who eats the chargeback, is not the same, so those are reported separately rather than averaged into one flattering number.

Chargebacks that find themselves

When a policy lapses early, future payouts void and the clawback on what was advanced gets booked — nightly, without reconciling a statement to notice.

Cost per lead to issued

Lead spend carried all the way through to issued revenue per source, so spend follows outcomes rather than clicks.

Persistency by producer

A big writer with a leaking book is a problem you want to find early, not at renewal.

We reconcile the statement you upload — not a feed from the carrier. Upload a carrier commission statement and the lines are matched to policies and set against what the comp model projected, so a shortfall, an overpayment or a policy the carrier never paid on is a number you can see. Not every line matches itself — a missing policy number, or two policies that both fit, goes to a queue you resolve by hand rather than being guessed at. The limit is where the file comes from: you export it and upload it, because there is no carrier connection pulling it in. Servicing, renewals and group benefits are still an agency management system's job, not ours.

Commission & overrides

One question, and your override revenue is on the screen.

What is the minimum override you keep per policy? Answer that and the agency's book, its spread and its payouts compute from today — the full ladder is an upgrade, not a prerequisite.

Start with the floor

The minimum override you keep per policy is a number a well-run agency already knows, and it stays true when a product pays 50% instead of 60% — which is exactly why it is the one worth asking for first.

Whose money it is, immediately

Agency book versus personal book, gross receipts versus the net spread, and what goes back out to producers. All of it falls out of that one answer, on day one.

The ladder, whenever you want it

Named levels, your house level, real percentages per carrier, product and age band. Paste a carrier grid in as-is and the AI structures it. Enter it in month three, or never.

Working from the floor, every figure says “at least”. A minimum override is a lower bound, so that is how the numbers read — “at least $4,180”, never a fabricated exact figure and never a zero standing in for a question nobody answered. Enter the full ladder and the same screens switch to exact. One thing it does not do either way: it shows you the spread, it does not yet generate a commission entry that pays an upline automatically — better you know that now than after signing.

Lead source ROI

The cheapest lead source is usually the most expensive.

Cost per lead is the number that's easy to get, so it's the one agencies optimise. This joins what you spent to what actually issued, per source.

Cost per acquisition, not per lead

What it actually cost to get one issued policy from a source — which regularly reorders the table against what cost-per-lead suggested.

Conversion at each step

How a source performs from contact to appointment to issued, so you can tell a data problem from a working problem.

Return, per source

Revenue against spend for each vendor and campaign, in one table, so renewing or cutting a source is an evidence decision.

It's only as honest as what you record. This joins lead purchases to prospects to clients. If policies get written outside the system, or spend arrives as a lump sum with no source attached, the table will be confidently wrong — and that's worth knowing before you rely on it.

Scoreboard

Who is winning, and who is working.

Those are two different questions, and most agencies only have a board for the first one. This has both, on one page.

Read one row left to right. Gerard leads the floor on dials and is fourth on premium; Sofia dials the least of the four and writes the most. Nobody had to be told that — the row says it.

Production — who is winning

The month ranked by annualized premium, with policy count, retention and a monthly streak beside each name. Standing is computed from the policies already recorded, so nobody submits their own numbers and there is no second version of the leaderboard to reconcile. Six months of past winners sit behind it.

Sales Floor — who is working

Dials, connects, contact rate, average talk time, appointments set and held, sales, policies and premium — left to right, one row per producer. High dials and a low contact rate is a lead-data problem; plenty of contacts and few appointments is a conversation problem; appointments held and nothing sold is a closing problem. The board makes the difference legible to the reps themselves, not just to the manager — and who sees it is a setting, not our decision: the whole team, or managers only. It defaults to the whole team.

Every column ranks it. Nothing invented.

Click dials and it ranks by dials; click premium and it ranks by premium. There is no composite “activity score”, because a weighting that decides an appointment is worth seventeen dials is a number we would have made up — and a rep would optimise the formula instead of the job. Activity runs on short windows too: today, yesterday, this week, last week, resolved in your agency’s own timezone.

Put it on the wall

A full-screen wallboard at its own address — no sidebar, no controls, type you can read across a room. It rotates on its own between activity today, appointments this week and production this month, because at ten feet nobody reads eleven columns. Same data as the desktop board, so the TV and the screen can never disagree about what a dial is.

It ranks what the system records, and it is strict about what counts. Two things to know before you put this on a wall. The first is the same limit every board has: a policy written outside the CRM is invisible to it, so this is worth switching on once production is genuinely recorded here — otherwise it is confidently wrong in exactly the way the spreadsheet was. The second is that our definitions are tight, which makes some numbers read lower than they would on boards you have seen. A dial is the call to the lead, never the leg the dialer places to the rep’s own phone. A connect is a person picking up — a voicemail is not one, and neither is a call that merely rang out. Average talk time is averaged over connected calls only, because folding in ring time drags a real seventy-second conversation down toward the ringing. Someone with no activity in the window is not published as a row of zeros, and dials-per-hour is hidden below fifteen minutes on the floor, where the ratio is noise. Floor time and dials-per-hour come from the Team Room floor, so they stay blank for a team that does not sit in one. Every one of those choices makes a number smaller and the board more believable, which is the trade we would make every time.

Worth knowing

We reconcile the statement you upload — not a feed from the carrier.

Upload a carrier commission statement and the lines are matched to policies and set against what the comp model projected, so a shortfall, an overpayment or a policy the carrier never paid on is a number you can see. Not every line matches itself — a missing policy number, or two policies that both fit, goes to a queue you resolve by hand rather than being guessed at. The limit is where the file comes from: you export it and upload it, because there is no carrier connection pulling it in.

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